Verkaufsfachmann/Verkaufsfachfrau BP study plan
Verkaufsfachmann/Verkaufsfachfrau BP · Give each week a clear focus.
6 weeks · About 6 hours per week
Verkaufsplanung
Define the segment, need and measurable objective.
Recompute stated visit, break-even and forecast assumptions.
Your checkpoint
A territory and capacity plan with explicit assumptions and review criteria.
Verkaufsdurchführung
Practise discovery, listening and relevant benefit explanation.
Clarify concerns and commercial conditions before proposing concessions.
Your checkpoint
A fictional sales conversation and clear offer with appropriate follow-up.
Key Account Management
Map relevant buying participants and account economics.
Connect development actions with customer needs and cross-functional responsibilities.
Your checkpoint
An account plan with priorities, relationship map and documented next steps.
Vertriebskanäle und CRM
Compare complete channel economics and service requirements.
Reconcile customer information, lead definitions and handover ownership.
Your checkpoint
A channel and CRM process map with data-quality controls.
Verkaufscontrolling
Use consistent definitions, denominators and measurement periods.
Separate revenue, contribution, attribution and incremental effects.
Your checkpoint
A calculation and dashboard review explaining limits and corrective actions.
Schweizer Verkaufsrecht und Verträge
Review Swiss contact, data, contract and price principles against current primary guidance.
Solve integrated cases and explain why plausible alternatives fail.
Your checkpoint
A case portfolio with current-law questions, supported assumptions and learning priorities.
Milestones
Week 2: Explain customer need, suitable proposition and practical sales capacity.
Week 4: Connect account and channel decisions with reliable CRM handover.
Week 6: Recompute financial models and separate Swiss legal conditions from commercial preferences.